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course: using sales objections as an opportunity |  |
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Sales people are all trained and armed for "handling" objections or
"overcoming" them. What few sales people are trained to do is to
understand the difference between real objections and automatic behavior
or resistance. While many of us see an objection as a "no," the
reality is that it is an important clue as to what the prospect is
really thinking. A "yes" too soon is often suspect (and can be a
"brush-off no). A "maybe" doesn't tell you enough. A "no" is
most often given for a real reason that the prospect has thought about.
That objection gives you something to work with and is a positive
indicator that you can engage in a conversation if you take the time to
explore it, rather than overcome it. Topics covered include:
Who Should Attend: Sales Representatives (Inside Sales & Field Sales)
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